Anchoring Your Negotiations Using A Range

Anchoring is a powerful technique, but should you use a range?

One of the most powerful negotiation styles and negotiating techniques that a negotiator has available to them is what is called “anchoring”. Anchoring occurs when a negotiation is starting and you make an initial offer to the other side. This offer does not have to be one that you think that they would actually accept. … Read moreAnchoring Your Negotiations Using A Range

The Best Ways To Resolve Conflicts During A Negotiation

When managing conflict, you’ll need to have some conflict resolution strategies

When managing conflict, you’ll need to have some conflict resolution strategies Image Credit: JD Hancock Let’s face it: conflict happens in every negotiation. The very process of negotiating using our negotiation styles and negotiating techniques with someone seems to open the door to allowing conflict to come in. How do we deal with conflict when … Read moreThe Best Ways To Resolve Conflicts During A Negotiation

Getting Better Agreements By Using Design Deals

Don’t make the mistake of leaving deal design decisions to chance in your negotiation

When you are in the middle of a negotiation, how do decisions get made? All too often a lot of us end up leaving these types of decisions up to chance no matter what negotiation styles or negotiating techniques we are using. These decisions can take on a lot of different disguises including if we … Read moreGetting Better Agreements By Using Design Deals

How To Improve Your Reputation As A Negotiator

During a negotiation, cultivate a cooperative reputation to guide your opponent's negotiation strategies

The next time that you enter into a negotiation, how do you want the other side to view you? If you are like most of us who have had our impression of what a world-class negotiator looks like shaped by television and the movies: when we use our negotiation styles and negotiating techniques we want … Read moreHow To Improve Your Reputation As A Negotiator

How To Defend Yourself During A Negotiation

We need to learn how to negotiate without bias while defending our position

When we picture ourselves in a negotiation, we often see ourselves using our negotiation styles and negotiating techniques to make a point. Or perhaps at the board drawing out a scenario. Or maybe even handing papers to the other side for them to review. What we don’t often see is ourselves on the defensive. However, … Read moreHow To Defend Yourself During A Negotiation

The Problem With Cognitive Bias During A Negotiation

Sometimes we can create our own reality during a negotiation

When we enter into a negotiation, we’d like to think that our minds are clear and that we are gong to be able to think systematically throughout the negotiations as we use our negotiation styles and negotiating techniques. However, all too often it turns out that we are being affected by bias that can change … Read moreThe Problem With Cognitive Bias During A Negotiation

How To Prepare For Your Next Negotiation

A thorough negotiation preparation process requires plenty of time

The next time that you start a negotiation, what will be running through your mind? If you are like most of us, you are excited to get started and you have a fairly clear idea what negotiation styles and negotiating techniques you’ll be using to get what you want out of this negotiation. However, have … Read moreHow To Prepare For Your Next Negotiation

How To Use Your ZOPA During A Negotiation

In a negotiation you need to know your zone of possible agreement (ZOPA)

When we start a negotiation, we are filled with hope that by using our negotiation styles and negotiating techniques we’ll be able to eventually walk away with a deal. However, during every negotiation we are faced with two possible mistakes we can make. The first is that we end up walking away from a deal … Read moreHow To Use Your ZOPA During A Negotiation

What To Do When You Are Up Against A Hard Bargainer

If you are not careful, then the best hard-bargaining tactics can catch you off guard

So who will you be negotiating with during your next negotiation? Are you going to be dealing with a hard bargainer? There are some negotiators out there who seem to think that if they want to get their way in a negotiation then they are going to have to use hard-bargaining negotiation styles and negotiating … Read moreWhat To Do When You Are Up Against A Hard Bargainer

Four Traps You Can Fall Into While Doing Sales Negotiations

In a negotiation, both sellers and buyers can fall victim to decision-making errors

When we are engaged in a negotiation, no matter what negotiation styles or negotiating techniques are being used we can make the mistake of falling into common cognitive traps if we are not careful. These traps are sneaky and if we are not on the lookout for them then they can sneak up on us … Read moreFour Traps You Can Fall Into While Doing Sales Negotiations